Senior Director, Enterprise Enablement - 11709

About the job

The Impact of a Senior Director, Enterprise Enablement at Coupa:

We are seeking a strategic, people-first leader to step into the role of Senior Director, Enterprise Enablement. This role owns the full post-sales enablement portfolio: Customer Education (Coupa University), Partner Enablement, and Post-Sales Enablement for Customer Success, Consulting, and Support You will build and lead a team spanning post-sales and partner enablement, while personally owning the Customer Education function, including Coupa University's free-to-fee education strategy.

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What You’ll Do Customer & Partner Education (Direct Ownership)

• Drive the customer education strategy, modernization of the learning experience, and roadmap.

• Own and scale the Coupa University experience: advise on certification tracks, AI driven, digital-first nurture pathways, and self-paced practitioner enablement to drive skills acquisition and product adoption.

• Partner with the Learning Product organization to map and scale training and certification offerings, and solidify the free-to-fee customer education strategy.

• Track and report on the link between certification, training consumption and renewal rates, partner success, and customer satisfaction — make this the north-star metric for the function.

People Leadership: Post-Sales & Partner Enablement

• Lead a team responsible for post-sales enablement, ensuring customer success, consultants, and support teams have the value messaging, playbooks, and technical readiness needed across the customer lifecycle.

• Build and lead partner enablement experiences, leveraging certification paths and joint learning frameworks for key technical roles. Leverage AI to accelerate enablement.

• Set goals, coach, and develop your team; ensure they deploy the shared content engine rather than building parallel content.

Cross-Functional Operating Model

• Embed into Customer Success, Consulting, Support, and Partner planning rhythms (QBRs, staff meetings, planning cycles) to diagnose enablement demand.

• Represent post-sales and partner enablement in the quarterly content prioritization council, balancing demand against Content COE capacity.

• Own release readiness — ensure customer- and partner-facing teams are prepared for product releases.

• Lead cross-functional change management and communications for major corporate milestones and annual planning transitions affecting the active customer base.

• Manage operational rigor of key learning tools and systems to support enterprise enablement.

Data-Driven Impact

• Partner with Data and Analytics teams to tie post-sales enablement, certification, and training activity directly to NRR, ARR, Support ticket deflection and renewal outcomes.

• Report key business metrics each quarter for the function overall — not just completion or activity metrics.

What You Will Bring to Coupa

• 12+ years operationalizing enablement, GTM, or customer education strategy in enterprise software or SaaS, including 5+ years directly managing people managers.

• Proven experience leading or partnering closely with Customer teams, Customer Success, Consulting, Support, and/or Partner organizations.

• Track record commercializing training or certification portfolios — packaging, pricing, and positioning offerings that generate measurable pipeline or retention impact.

• People leadership: demonstrated success managing managers and building team capability, not just individual contributors.

• Data literate: comfortable defining and tracking metrics that connect enablement activity to renewal and retention outcomes.

• Executive presence: able to align CCO, Customer Success, Consulting, Support, and Partner leadership around a shared operating model.

• Strong knowledge of learning operations, learning management systems, learning experience platforms and/or tools and systems for running and operating education offerings.

• Bachelor's degree required; MBA or advanced degree preferred

\n$180,000 - $252,000 a year

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

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